Fee compression in the wealth management industry makes pricing discipline imperative. Data from Wise Insights reveals a significant gap between top-performing firms and laggards in terms of realizing their stated fee schedules. Moving from the bottom quartile to the top quartile in fee realization can result in a 50% increase in fees for most wealth managers.

However, achieving higher fee realization is not without its challenges, particularly when it comes to smaller accounts. These accounts, which make up a large portion of the client base but a small portion of assets, require similar levels of service and attention as larger accounts but generate far less revenue. They put pressure on margins and dilute a business system designed for a high-net-worth clientele.

This session will discuss segmentation and other strategies wealth managers can draw upon to improve pricing, boost profitability, and rationalize service delivery across the wealth management organization.